Small Business Conferences, Events and Webinars for 2011

A happy, healthy and successful New Year from Small Business Trends and Smallbiztechnology.com!

This bi-weekly list of small business events is brought to you as a community service bySmall Business TrendsandSmallbiztechnology.com.

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Digital Marketing World: Social Media
January 5, 2011, Online

This social media conference includes three 60-minute presentations on:

• Facebook for Business—Discover how to conquer Facebook in 30 minutes a day, in just 30 days.
• Taming the Twitter Beast—Learn social CRM best practices as well as the must-have tools to manage your corporate Twitter account.
• Profitable Business Blogging—Improve your blogging strategy to better meet your business goals and learn how to gauge your success.

In addition, you’ll get plenty of live Q&A time with the speakers, guidance on the latest social media marketing tools and strategies, and a fully-featured virtual conference environment with networking lounge, exhibit hall and social media resource center.

Tax Planning 2011: Get a Head Start on the New Year By Getting Your 2010 Taxes Right
January 5, 2011, Webinar

Now that 2010 is over, it’s time to think about your taxes – making sure your 2010 tax bill is as low as it can legally be, and planning to make sure your 2011 tax bill is even lower than it was last year. In this popular NFIB webinar, small business attorney and columnist Cliff Ennico will walk you through what you need to know about our complicated tax system, the deductions you can take (including some you probably don’t know about), how to avoid being audited, and the books and records you need to keep in order to make your life as easy as possible.

Create a“Get Moving” Marketing and Sales Plan for 2011
January 6, 2010, 1:00-2:00 PM EST, Webinar

Want a marketing plan that focuses your time and money? Rather than complex, time-consuming, dust-collecting volumes, you need a plan that gives you structure and flexibility. You need a live guide that you can look to for direction, and also for options. In this webinar, speaker Jeanne Rossomme of Roadmap Marketing will help you focus on the key actions and key measures that can help you guide your business in the New Year.

Affiliate Summit West 2011
January 9-11, 2011, Las Vegas

This three-day conference includes an exhibit hall with affiliate merchants, vendors and networks, as well as multiple tracks of educational sessions covering the latest trends and information from affiliate marketing experts. Keynote speakers include Drew Eric Whitman, internationally renowned advertising trainer who specializes in teaching the psychology behind the response, and Brian Solis, Principal of FutureWorks, an award-winning New Media marketing and branding agency in Silicon Valley.

When, Why and How to Use Facebook, LinkedIn and Twitter
January 11, 2011, New York City

When considering social media, many small businesses are often confused about which applications will be the best for them– do you choose Facebook, LinkedIn, Twitter or a combination? Each channel has its own standard for use, different audiences and different messaging strategies. This seminar will help to clarify the differences between each application so that you can choose the one that is best for you.

PR for Startups
January 13, 2011, New York City, Boston& Online

Topics include:

• How to get influential bloggers, reporters and journalists to cover your startup
• Determining which blogs, magazines, newspapers and TV shows to target for your PR efforts
• Developing relationships with journalists
• Best practices on pitching your story
• Handling interviews– how to prepare, what to say, what to avoid
• Maximizing the business value of your press

And much more…

Swap the Biz NYC
January 13, 2011, New York City

This business networking event for NYC includes free product from sponsors as well as free sales training from speakers. The group facilitates qualified interactions among members and is geared toward entrepreneurs, professionals, CEOs, attorneys and small business owners. Featured speaker is Carol McManus.

SCORE QuickSTART Series Workshops
January 15, 2011 (first of six weekly sessions) Port Charlotte, FL

The six-session QuickSTART Series of workshops for the nascent entrepreneur (zero to 18 months in business) will be presented on six consecutive Saturdays beginning January 15, 2011, 9:30 a.m. to noon, at the Mid County Library in Port Charlotte. Attendees will receive an overview of how to launch a new business in Florida. Detailshere.

SBIC& SBIR: What would you like to know? Come ask the SBA
January 18, 2011, Webinar

The Small Business Administration (SBA) has a number of programs dedicated to assisting new technology companies. In 1958, Congress created the Small Business Investment Company (SBIC) program to help small U.S. businesses meet their requirements for growth and operating capital not available through banks or other private capital sources. The Small Business Innovation Research (SBIR) program funds research and development projects that propose a sound approach to the investigation of an important education or assistive technology, science or engineering question under topics identified each year in the solicitation. This webinar presentation will address such questions as:
- How can technology entrepreneurs get funding from SBIC?
- How to deal with financial institutions when there are no real assets as collateral for a loan (particularly when there is intellectual property or customer commitments to a product)?
- Is there a path that an entrepreneur can take at the SBA when he or she is getting no traction at a financial institution?

Smart Marketing for Small Business Webinar
January 18, 2011, Webinar

The Smart Marketing for Small Business webinar is based on the experience and expertise of Leslie Wolff, CEO, Smart Marketing Group. His five decades in all facets of the sales, marketing and management spectrum has created an approach and focus on providing practical, pragmatic (not theoretical) creative tactics that can be used immediately.

Entrepreneur Magazine’s Growth 2011 Conference
January 20, 2011, Atlanta

* Nearly a dozen hands-on seminars to help your business soar to your highest vision
* Growth strategies from top business authors, radicals and visionaries
* Meet and tweet with host Amy Cosper, editor in chief ofEntrepreneur
* Networking throughout the day to build partnerships and connections
* Business growth perspectives from theEntrepreneur of 2010winners

Women in Denim Conference
January 21-22, 2011, Storm Lake, IA

For women in agriculture from Iowa and the surrounding states, the event offers opportunities for fun, networking, learning and inspiration led by entertaining and knowledgeable speakers. Workshop sessions cover topics such as grain and livestock marketing, starting a small business, entertaining and cooking, digital photography, farm financials, new technology in agronomy, staying healthy, Iowa travel gems, sewing and gardening.

Vertical Response 2011 Take Action User Seminar Series
Multiple Cities and Dates

January 21, 2011– San Francisco
March 23, 2011– Boston
March 25, 2011– New York City
June 23, 2011– Chicago
September 30, 2011– Denver

The Vertical Response 2011 Take Action User Seminar is designed to educate you about e-mail marketing in the age of social media. Complement your attendance with a one-on-one e-mail consultation and get the chance to take what you learn and immediately put it into action!

Blogging Success Summit 2011
February 1-22, 2011, Online

Blogging Success Summit 2011 is a live online conference designed to help you master blogging, empowering you to quickly attract and connect with customers (and prospects) via your very own platform—a blog. The industry’s leading blogging pros will show you how.

Join 23 experts, including Technorati CEO Richard Jalichandra, Scott Monty (head of social media, Ford), Darren Rowse (co-author, ProBlogger), Brian Clark (Copyblogger), Debbie Weil (author,The Corporate Blogging Book), Douglas Karr (co-author,Corporate Blogging for Dummies); experts from McDonald’s, Cisco, Southwest Airlines, Sony, and Procter& Gamble; plus Joe Pulizzi (co-author,Get Content Get Customers), Mari Smith (co-author,Facebook Marketing), Jay Baer (co-author,The Now Revolution), Chris Garrett (co-author, ProBlogger), Dave Garland (author,Smarter, Faster, Cheaper), Mike Volpe (VP of marketing, HubSpot), Rick Calvert (CEO, BlogWorld) and Michael Stelzner (Social Media Examiner)—and more.

Tory Johnson’s 2011 Spark& Hustle National Tour
Multiple Dates& Cities Feb-July 2011

Whether you’re just getting your feet wet with this“business thing,” barely keeping your head above water, or finally ready to swim with the sharks, Spark& Hustle is the place to learn (exactly) how to transform your fledgling (or floundering) business into a wildly profitable venture.

NAVSEA Small Business Conference
February 1, 2011, Miami

Small business owners are invited to attend the NAVSEA Small Business Conference, sponsored by the Program Executive Offices (PEOs) for Aircraft Carriers, Integrated Warfare Systems (IWS), Littoral and Mine Warfare (LMW), Ships, and Submarines. This conference will provide a forum for small business owners to connect with senior Navy and industry leaders to learn, collaborate and explore ways in which they can offer their products and services in support of Navy warfare programs.

For more information regarding this exciting event, please contact the Small Business Conference Planning Team at (703) 941-0600, or by e-mail at mandi.jackson@sbconference.org.

BlogWell: How Big Brands Use Social Media
February 2, 2011, Austin, TX

Toyota, REI, Texas Instruments, Kellogg Company and more will share case studies in corporate social media at BlogWell Austin: How Big Brands Use Social Media. You’ll learn how to get started, get past roadblocks, and make your social media program phenomenal — in one afternoon, for just $250. Get practical, how-to advice on creating great content, getting management buy-in, educating employees, keeping lawyers and regulators happy, simple and ethical disclosure, and engaging fans. Presented by GasPedal and SocialMedia.org.

Social Media Week
February 7-11, 2011, New York, San Francisco, Rome, Paris, Toronto, Sao Paulo, London, Hong Kong, Istanbul

Social Media Week is a global platform that connects people, content, and conversation around emerging trends in social and mobile media.

Delivered primarily through a network of internationally hosted biannual conferences and online through social and mobile media, Social Media Week brings hundreds of thousands of people together every year through learning experiences that aim to advance our understanding of social media’s role in society.

Digital Marketing Forum 2011
February 2-4, 2011, Austin, TX

Digital Marketing Forum Austin will feature:

• Keynote sessions from provocative thinkers—get inspired by new perspectives on digital marketing
• Case studies from leading brand-side marketers—see what’s working NOW and apply those best practices to your own campaigns
• Actionable advice and how-to’s—leave the event and start immediately improving your e-mail, search, social media, and digital marketing results
• Day-long, pre-conference workshops—choose in-depth training on social media measurement or content marketing/development
• Plenty of networking opportunities—learn from other marketers in our unique Peer-to-Peer sessions, and mingle with speakers, thought leaders, and digital marketing enthusiasts during the conference

How to Conduct Market Research for Business Plans, Launching New Ventures
February 28, 2011, New York City

Fordham Marketing Professor Hooman Estelami, in this interactive seminar, discusses techniques for conducting market research for evaluating new products, new markets and competitive landscapes. This seminar will help you address the questions: Is your new product/service idea a good one? Is there a market for the product? How big is the market? How do I learn about the competition? How do I make forecasts?

Disney Institute’s Business Owner& Management Conferences: Quality Service and Brand Loyalty
February 28-March 2, 2011, Lake Buena Vista, FL

Presented in partnership with Disney Institute and Northpoint Services.“Benchmark your Business to Disney’s” and discover the strategies and practices that contribute to Disney’s world-renowned success at this conference that includes an exclusive “Business Excellence: Behind-The-Scenes” tour.

Sixth Annual Small Business Summit 2011
March 8, 2011, New York City& Online

Produced by Prime Strategies and SmallBizTechnology.com, this event is an informative, inspiring and productive day. Headline speakers include Chris McCann of 1-800-Flowers and Jim Fowler of Jigsaw, which was acquired by Salesforce.com in early 2010.

At this year’s Summit you will network with your peers, gain insight from business leaders who have built successful businesses– including 1-800-Flowers, Jigsaw, 888 Red Light, ColderICE and more– see demos by the hottest technology companies for small businesses, and hear the success story of this year’s Small Business Strategy Award winner.

Geek Girl Boot Camp
March 19, 2011, Cape Cod, MA

At this full-day technology“unconference” for women, workshops include PC and Mac, Social Media (Twitter, Facebook, LinkedIn, etc.), Location (Foursquare, Gowalla, Yelp) Photoshop, QuickBooks, Blogging, Podcasting, WordPress, Google Tools, Dreamweaver, Video, Inbound Marketing, digital photography and more. The workshopsare designed for Beginner, Intermediate and Advanced. There are Discussion Groups and an all-day Help Desk. The Mission of Geek Girl Camp is to educate and empower every girl and woman at every age level, on every skill level, at every income level on computer technology with fun and provide a legacy by giving back and paying it forward.

12th Annual U.S. Department of Energy Small Business Conference& Expo
May 10-12, 2011, Kansas City, MO

This event will feature plenaries, educational workshops, an Exhibit Hall with over 200 exhibitors/sponsors, as well as business matchmaking sessions. Over 1,600 attendees will represent all levels of federal, state and local government agencies, the small business community, large/prime contractors, minority educational institutions and many more!

The largest civilian contracting agency within the federal government, DOE spent over $25 billion in contracts in FY 2010. The 12th Annual DOE Small Business Conference& Expo is a great opportunity for small business owners, large companies and universities alike to network and partner.

The Art of Angel Investing: What Investors Look for, and Look Out for, When Investing in Startups
May 24, 2011, New York City

This event is a must-attend for anyone interested in learning more about pitching business ideas, venture capital/angel investing and starting their own business. And for those who are Fordham Students or Alumni, come cheer on your peers in the final round of the Fordham Business Plan Competition!

140 Characters Conference
June 15-16, 2011, New York City

This event is expected to be the largest worldwide gathering of people interested in the effects of the real-time Internet on both business and“we” the people. It seems like everyone is talking about Facebook and Twitter but so what? Why do they really matter?

#140conf exposes you to the power the Internet has to disrupt businesses, change lives and create serendipity. You will leave with a fresh outlook on how the real-time Web can be used in your business or personal life to actually do something meaningful.

FAA Small Business Opportunities Training Conference and Trade Show
June 28-July 1, 2011, Oklahoma City, OK

The FAA will host its Annual National Small Business Procurement Opportunities Training Conference and Trade Show on June 28– July 1, 2010. The conference provides a forum for small businesses (including service-disabled and veteran-owned small businesses and 8(a) certified firms) to participate in technical and procurement opportunities workshops. Sessions will link small businesses with program managers, address business issues and concerns, and provide information that will benefit small businesses seeking to do business with the agency.

To find more small business events, contests and awards, visit ourSmall Business Events Calendar.

If you are putting on a small business contest, award or competition, and want to get the word out to the community, please submit it through ourEvents& Contests Submission Form(We do not charge a fee to be included in this listing— it is completely free to list your event.) Only events of interest to small business people, freelancers and entrepreneurs will be considered and included.

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Are Venture Capitalists Making Money?

Venture capital (VC) companies have performed poorly in recent years, according to Cambridge Associates’ recently released statistics. Analysis by the consulting firm revealed that rates of return have dwindled substantially from the double-digit annual numbers they enjoyed in the 1990s.  As of June 30, 2010, five-year returns to limited partners (LP) were merely 4.27 percent; 10-year returns were negative 4.15 percent.

Because most venture capitalists are wealthy, you shouldn’t worry that poor financial returns are imposing true hardship on them.  But you should be concerned that their poor earnings are harming the ecosystem for developing high growth startup companies in the United States.

The Fundraising Side

Venture capitalists’ money doesn’t generally come from the VCs themselves, but from LPs who invest with the goal of earning greater returns than alternative investments provide. Because returns from venture capital investments have lagged returns from other classes of investments in recent years, LPs have been reallocating their money away from venture capital.  As a result, VCs aren’t able to raise as much money as they used to.

The National Venture Capital Association (NVCA) reportedthat last year the fewest venture capital funds brought in new money since 1993, and that the industry raised only $15.4 billion in 2009, the smallest amount in real dollar terms since 2003. As a result of declining fund raising, last year the venture capital industry had $179 billion in capital under management, the least in real dollar terms since 1999.

Because returns to venture capital investments have been low, many of those working in the industry have decided to exit.  The NVCA reports that in 2009 the number of venture capital funds declined to 1188, the lowest number since 1999, and down 37 percent from the peak in 2001. From 2007 to 2009 alone, the number of principals at venture capital firms shrank 23.2 percent.

The Investment Side

The decline in fund raising pushes down the number of investments venture capitalists make. Although the data through the first three quarters of 2010 suggest an uptick in activity this year, the NVCA reported that venture capitalists invested only $18 billion in start-ups in 2009, the smallest amount in real terms since 1996.  Similarly, the NVCA found that venture capitalists made 2,802 deals in 2009, also the lowest number since 1996.

Fewer brand new companies are getting venture capital.  The 728 companies that the NVCA reported received financing for the first time in 2009 were the lowest since 1994.

Similarly weak numbers are seen in follow-on funding.  The 1,721 companies that the NVCA reports received follow-on financing in 2009 were the lowest since 1997.

As a result of the weak initial and follow-on funding, NVCA data show that the total number of companies receiving financing (2,372) last year and the real dollar value of the investments ($17.7 billion) were the lowest they’ve been since 1996.

Implications

Clearly, the venture capital industry is shrinking, at least in part because of its poor financial performance in recent years.  Because venture capitalists invest in start-ups, the declining venture capital industry means that fewer entrepreneurs with high potential businesses are getting money from these investors.

That’s a problem because venture capital-backed start-ups are disproportionately likely to be job- and wealth-creating companies.  Research shows that venture capital backed companies are about 150 times as likely as the average start-up to create jobs.

It’s unlikely that some other source of capital will replace the missing VC money.  Angels are not a good candidate because their investments are very small compared to those made by VCs. Individual angelsrarely invest more than $100,000 in a start-up and, as I have written elsewhere, the average investment by an angel group is less than $250,000.  These numbers are far below the $6.3 million invested in the average venture capital deal in2009 PricewaterhouseCoopers Money Tree data.

Moreover, as I pointed outin an earlier column, angel groups are also cutting back on the number of companies they finance.

Banks and other debt providers aren’t a substitute either.  They will run afoul of usury laws if they charge the interest rates necessary to generate the rate of return expected for investments in the risky young companies that venture capitalists put their money in.

Unless the types of high growth entrepreneurs who got venture capital financing in a previous era, but won’t in today’s market, figure out a way to grow fast without venture capital, the shrinking venture capital industry is a problem for the future of high growth entrepreneurship in the United States.

Editor’s Note: This article was previously published atOPENForum.comunder the title:“Venture Capitalists Failure to Make Money is a Problem for Entrepreneurs.”It is republished here with permission.

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11 Customer Service Trends to Watch in 2011

Customer service is a perennial issue that is critical to all small business owners. Although it is included in every company mission statement, no one wants to focus on it. But some key customer service trends for 2011 make this phase of your business even more critical in the coming year.

Here are 11 customer service trends to watch in 2011:

1. The time to react to your customer is shrinking. In this 24/7 instant gratification world, the time in which your customer expects you to be able to resolve their problem is getting smaller. Most customers expect to be able to reach you 24/7, and for you to resolve their concern on the very first call (or at least the same day). This is putting increasing stress on companies’ infrastructure and pressuring companies to ensure the profitability of each customer. Look for companies to begin to “fire” customers that don’t meet their profitability metric.
2. Customer service has become the new marketing.Small business owners used to be afraid that a dissatisfied customer would tell 7 people. Now, through social media sites, they can tell 7millionpeople. On the flip side,“raving fans” can be your biggest source of new business as they tell everyone how great your company is. Consumers believe what their peers say about your company more than they believe any of your own paid advertising.
3. You can find out exactly where your customers are talking about your company. Every business is being talked about on the Internet, but where? New customized software from companies likeFlowtownallow the business owner to insert a contact’s name or e-mail address and identify the social networks in which that contact participates. Knowing where your prospects and customers congregate online is critical for engaging your customers where they are.
4. The“social support” experience grows. Consumers now talk and bond directly with each other over using your products. Companies likeGet SatisfactionandFeedback 2.0are building online communities that facilitate conversations between companies and customers. Get Satisfaction states that 46,000 companies use its product to provide a social support experience to listen and talk to their loyal customers.
5. Faster resolution of customer service issues through blog and social media site comments.Calling a company’s customer service number is no longer the fastest way for a customer to get an issue resolved. Since most brands are tracking what is being said about them on all the social media sites, tweeting your concern or posting it on Facebook will often yield quicker results. This has especially been effective for me with my vendors like Comcast, Vonage, American Airlines and Discover Card.
6. Integration of Web customer service and traditional phone support.Customized software now allows integration of what prospects and customers are saying on the Web about your company. More solutions likeParaturefor Facebook are available to integrate that information with your website and customer service center. Software now enables Facebook users to search their knowledgebase, submit help tickets and chat with customer service agents. Look for online and offline customer input channels to continue to merge in the coming year.
7. More self service:Itstarted withATMs 40 years ago and now we rarely go to the airport without using a self-service kiosk. This past year, more complicated transactions like renting a car are now being done via kiosks at companies like Hertz. Although it takes a bit longer, it is effective for impatient customers who do not want to wait in lines. Many stores have also implemented self checkout. Can buying a car or house via self serve be far behind?
8. Faux personalization becomes an expectation.With many consumer interactions now happening online or through automated kiosks instead of live people, customers have come to expect the type of“personal service” they get at websites like Amazon. Easily being able to track your current, past and recommended future purchases has become an expectation that is not easily matched in a brick and mortar store. Amazon always remembers who you are, but does your local retail store? As a result, where would you rather shop?
9. Retail stores are now an experience.Successful retail stores like Apple and Brookstone have become demo centers with a lot of service people around to help. On Black Friday, when other stores were struggling to keep up, I was in and out of an Apple store in 5 minutes with my iPad purchase. In order to compete with online shopping, successful stores are now fun places to come out and shop. Gone are the days when you couldn’t find someone to help you at Toys R Us (and I don’t miss it).
10. You need to chat.Helping a customer on your website used to providing an e-mail address or listing the company phone number. Real-time chat is now becoming a requirement in order to help your clients. Can video chat be that far behind for an even more personal touch?
11. Online inventory tracking from your customer’s phone.Your customer will no longer come into your store to see if you have a product. Companies likeMilo.comcan now tell the customer if a product is on your shelf. The company says it tracks real-time availability of 3 million products in 52,000 stores. Is this the end of“window shopping”?

What customer service trends are you seeing in 2011?

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Entrepreneurial Finance in Recovery

The Great Recession officially ended in June 2009–at least, so say the economists at the National Bureau of Economic Research. That means it’s time for me to start writing about entrepreneurial finance during the economic recovery.  What has happened to small business finance since the end of the recession?

For the most part, entrepreneurial finance looks the same or slightly better now than at the end of the recession, but worse than before the downturn began. Take loan availability, for example.  The National Federation of Independent Business’s (NFIB)index of loan availabilitywas at the same level in September 2010 as it was in June 2009.  However, the September figure was seven points below where it was in November 2007, the month before the recession began.

The patterns in venture capital look similar. According to theNational Venture Capital Association, VCs increased investment from $4.3 billion in 707 deals in Q2 of 2009 to $4.8 billion in 780 deals in Q3 of 2010.  Nevertheless, this level of activity remains below the $7.8 billion invested in 1016 deals in Q3 of 2007.

Valuations of VC-financed start-ups show this pattern as well. Data collected by Cooley Goddard, a law firm specializing in venture finance, show that the percentage of venture capital-backed companies experiencing up investment rounds rose from 30 percent in the second three months of 2009 to 58 percent from January through March 2010.  However, in the third quarter of 2007, 69 percent of businesses that received additional VC investments experienced up rounds.

The number of venture capital-backed companies exiting has improved since the recession ended, increasing from 83 in second quarter of 2009 to 118 in the third quarter of 2010.  However, the number of exits in the most recent quarter remains below the 134 occurring in Q3 of 2007.

Since the recovery began, trade credit has rebounded the most of all small business finance measures.  The Association of Credit Manager’s index of trade credit extended increased from 46.1 in June 2009 to 58.7 in September 2010, putting it just slightly below its level of 60.9 in November 2007.

On the other hand, some measures of entrepreneurial finance are actually worse now than at the end of the recession.  For instance, in September 2010, only 27 percent of the small business owners answering the NFIB’s monthly survey reported that their borrowing needs were satisfied, 3 percentage points worse than in the last month of the recession.  Similarly, the percentage of respondents to the Discover Small Business Watch experiencing cash flow problems in their businesses increased from 42 to 46 percent from June 2009 to October 2010.

Data from Angelsoft, the leading provider of angel investment tracking software shows continuing declines in the valuations of angel-group backed companies.  In the first three months of 2010, the median valuation of an angel group backed company was $2.2 million, down from $2.4 million in the second three months of 2009, which, in turn, was below the $2.8 million recorded in the third quarter of 2007.

In sum, the story of entrepreneurial finance in the recovery is straightforward.  While some measures have gotten better since the end of the recession, improvement has been limited, leaving most indicators well below where they were before the recession began.

Editor’s Note: This article was previously published atOPENForum.comunder the title:“Entrepreneurial Finance in the Recovery.”It is republished here with permission.

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5 Tips for Hiring Legal Counsel in Your Small Business

Some readers know that I used to be a corporate attorney.  As a General Counsel I have hired literally hundreds of outside law firms to represent the company I worked for. Trademarks; patents; litigation; transactions; collections— you name it, I’ve probably hired a law firm to handle it.

I’ve managed counsel in law firms ranging in size from solo practitioners, to the largest law firms in the world, such as Jones Day, Mayer Brown, and Squire Sanders& Dempsey, to name a few.

As a General Counsel a key responsibility of mine was to hire the outside counsel;  oversee the matters for the company’s best interests; and most importantly, manage costs.  And I can tell you that managing costs is something that can be done with simple steps.  Many steps work just as well in a small business as in a large corporation.

Interestingly, the same steps that you use to manage costs also help you avoid many of the frustrations that clients often feel.  Those frustrations include unpleasant surprises from fighting litigation for years only to be pressured to settle on the courthouse steps (when you could have done it much earlier and saved countless dollars and hours), to transactions that die a slow death from overlawyering, to misunderstandings between counsel and clients (often due to the client’s unrealistic expectations caused by the failure to discuss expectations up front).

That’s why I was so interested in a new survey by Rocket Lawyer.  Asked what poses the biggest risk to their businesses, one-quarter of small business owners said“legal issues.”  But even though they’re worried, business owners aren’t turning to lawyers as often as they should. The reason? More than half of small business owners (51 percent) contend that legal help is too costly.

Failing to consult a lawyer is often penny-wise and pound-foolish. In fact, getting legal help is actually a smart way to save money for your business. A good lawyer can help you prevent costly problems later, spot loopholes in contracts and agreements that can cost you money, help you save on commercial leases and more.

Fortunately, it’s possible to use a lawyer without spending a fortune. Here are five steps to keeping your business’s legal costs down.

1. Understand how the lawyer bills you.

Some attorneys bill hourly, some by the day (per diem), and some on a monthly retainer. Attorneys may also charge flat fees for standard jobs like contract review. No matter what method your lawyer uses, ask questions to be sure you understand the details. For instance, if the attorney has assistants, are you billed for their work at the attorney’s rate? Also ask about extras — some lawyers will pass the cost of faxing and making copies on to the client, while others won’t.

2. Use time wisely.

Time is money for a lawyer, so when you meet with or talk to your attorney, plan ahead to keep the time as brief as possible. Make a list of questions so you don’t forget anything you need to ask; then focus on what you need to do.

3. Keep it simple.

The less work the attorney has to do, the less you’ll get billed for. Provide the lawyer with documents he or she will need to review before the meeting. Have your information in order. Send one detailed email rather than 17 short ones with question after question. Like any businessperson, lawyers appreciate it when you make their job simpler.

4. Review your legal bills.

If you’ve got a complex project with an attorney, ask for an itemized bill. Go over it in detail to make sure you weren’t overcharged and that you understand what you’re being billed for.

5. Be proactive.

Some entrepreneurs are scared to talk to their lawyers for fear of incurring a fee…  so they let small problems spin out of control. Make it a point to communicate with your attorney briefly every month or so and bring up any issues of concern. This way, you can nip problems in the bud and take advantage of opportunities for growth when they arise.

Editor’s Note: This article was previously published at OPENForum.com under the title:“5 Ways to Keep Your Legal Costs Under Control.”It is republished here with permission.

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5 Ways to Tune Up Your Content for 2011

It’s that time of year. The time where you start looking at your website and tilt your head wondering if it’s starting to sound a little stale to readers. If it’s been a few years since you’ve updated your content, your site could probably use a good scrub. A lot changes in a year – trends, tools, keywords, methodologies – and you want to make sure your Web site is giving users (and the search engines) the most up-to-date information about your company. The best way to do that is to give your website a quick content audit to determine what exactly it’s saying about you.

Below are five ways to tune up your content for 2011. You want to start the New Year off on the right foot, don’t you?

1. Highlight your strengths.

You’ve probably heard it a lot over the past year–marketing is storytelling. Each sentence on your site should be part of a larger effort to tell your brand’s story and lure readers in. To capture people’s attention, your content has to be telling a story that displays your product/company’s strength and tying it back into how it will solve a problem they’ve expressed. Does the content on your site do a good job highlighting your strengths oris it simply a list of features? Do you show customers how your product will help them achieve a larger goal or are you waiting for them to put it together themselves? If it’s the latter, you need to go in and tweak your message. What’s different about your product or service? What goes aboveand beyond in a way your competitors don’t? Revamp your copy to include these selling points and clearly outline the benefits you offer to customers.

2. Know your competition’s weaknesses.

Part of knowing where your product succeeds means also knowing where your competitor’s product fails. Maybe you deliver superior customer service, maybe it’s a price point issue, or maybe they’re nowhere to be found on social media whereas you’re dominating and ever-so-accessible. Whatever their specific weakness is, make sure you account for it when highlighting your strengths. Don’t do this in a way that speaks badly about your competition, but in a way that highlights something thatyoudo really well. It’s aboutyou, not them. You have to remember that potential customers are landing on your website to research their options in service providers. Make sure you’re showing them why you’re the best choice and what you offer that your competition can’t match.

3. Tighten your calls to action.

One of the most important things you can do for your website is to use your analytics to find your high-traffic/low-conversion pages. You know that a large number of potential customers are landing on these pages, but for some reason, they’re abandoning before they can convert. Why? Often it’s due to too manydistractions on the page, or maybe your calls to action aren’t as compelling as they should be. If it’s a case of the latter, experiment with your calls to action to try and find ones that do better with your audience. Sometimes simply changing the call to action on a page can change the whole tone and make things sound fresher.

4. Reassess keywords.

Two years ago you used keyword research to help you determine how users were searching for your products and which terms you needed to rank for. You then developed content based on those terms. But have you checked back in to see if you’re still on the right path? Are you regularly looking for new opportunities, checking for any terms that may be falling off, or calculating the ROI for going after a specific term? If you haven’t, now is a good time to go through your site and reassess your keyword needs. Just because your customers typically referred to something one way doesn’t mean they’re still searching for it that same way. By tidying up your keywords you ensure you’re attracting the right people and optimizing your search traffic.

5. Freshen up your stats.

Another way to revitalize your content is to go through it and update the statistics you’re referencing to make them more relevant. It’s hard for customers to establish trust in your brand when you’re still talking about how effective your company was five years ago or about the latest in mobile trends from 2002. Make sure you’re constantly reading up on different sources toupdate your stats as your industry and market matures. If your site is talking about what happened decades ago it’s an unintentional sign that you haven’t done anything since.

The end of one year gives us a chance to tidy things up in preparation for the next. One of the best investments you can make for your website right now is to clean up your content to make sure it’s attracting the right people and properly differentiating your business from your competitors. Give yourself a content audit before the calendar hits 2011 to start things off on the right note.

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Spotlight on Management Books: Small Business Book Awards

Somebody has to be in charge.  The sooner we learn to manage our team (we cannot do it all) and ourselves (for long haul ideas), then the more freedom we have and the better our business. And for the hardcore work-a-holics among us, we also have more time for the other aspects of our business.

In a lot of ways management is the ignored art of small business. It takes creative skill to understand yourself and others better and to put that understanding to use. Management is a pivotal position— handle with care. After all, it’s the manager in us that markets the business to the internal team long before the team markets it to the public. Smart management. Effective team. Better business.

This post is part of our 6-part series putting the spotlight on the books in each category of the 3rd Annual Reader’s Choice “Small Business Book Awards.” Today’s spotlight is onManagement bookswith 31 books nominated so far:

Against the Machine
Being Human in the Age of the Electronic Mob
by Lee Siegel

Analytics at Work
Smarter Decisions, Better Results
by Thomas Davenport, Robert Morison, Jeanne Harris

Black is the New Green
Marketing to Affluent African Americans
by Andrea Hoffman, Leonard Burnett

Broke, USA
From Pawnshops to Poverty, Inc.– How the Working Poor Became Big Business
by Gary Rivlin

Built to Sell
Turn Your Business Into One You Can Sell
by John Warrillow, Bo Burlingham

The Checklist Manifesto
How to Get Things Right
by Atul Gawande

Clutch
Why Some People Excel under Pressure and Others Don’t
by Paul Sullivan

Defy Gravity
Propel Your Business to High-Velocity Growth
by Rebel Brown

Delivering Happiness
A Path to Profits, Passion, and Purpose
by Tony Hseih

Islands of Profit in a Sea of Red Ink
Why 40% of Your Business Is Unprofitable, and How to Fix It
by Jonathan Byrnes, Erik Synnestvedt

Linchpin
Are You Indispensable?
by Seth Godin

Making Ideas Happen
Overcoming the Obstacles Between Vision and Reality
by Scot Belsky

Microsoft Office Live Small Business
by Rahul Pitre

Plugged
Dig Out& Get the Right Things Done
by Krissi Barr

ReWork
by Jason Fried

Service Innovation
How to Go from Customer Needs to Breakthrough Services
by Lance Bettencourt

Smart Business, Stupid Business
by Diane Kennedy, Megan Hughes

Success Made Simple
An Inside Look at Why Amish Businesses Thrive
by Erik Wesner

Switch
How to Change Things When Change Is Hard
by Dan Heath, Chip Heath

The Termite Effect
25 Common Business Mistakes and Their Hidden Consequences
by Shawn Brodof

The Business Devotional
365 Inspirational Thoughts on Management, Leadership& Motivation
by Lillian Hayes Martin

The Highest Calling
by Larry Janesky

The Recipe
A Fable for Leaders and Teams
by Amilya Antonetti

The Right Thing
An Everyday Guide to Ethics in Business
by Sally Bibb

The Sky is Green and the Grass is Blue
Turning Your Upside Down World Right Side Up!
by Deb Scott

The Way We’re Working Isn’t Working
The Four Forgotten Needs That Energize Great Performance
by Tony Schwartz, Catherine McCarthy, Jean Gomes

Wealth Creation for Small Business Owners
75 Strategies for Financial Success in Any Economy
by James Cheeks

Web Analytics 2.0
The Art of Online Accountability and Science of Customer Centricity
by Avinash Kaushik

Yahoo! Web Analytics
Tracking, Reporting, and Analyzing for Data-Driven Insights
by Dennis R. Mortensen

Your Call Is (Not That) Important to Us
Customer Service and What It Reveals About Our World and Our Lives
by Emily Yellin

Your Career Game
How Game Theory Can Help You Achieve Your Professional Goals
by Nathan Bennett, Stephen Miles

If you see something you like, then– Vote for it. Read it. Share it. And if you don’t, then nominate your favorite management book (provided it’s eligible).

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